What You Can Learn from Successful Car Salespeople

We are all familiar with the stereotype of the sleazy car salesperson who pushes you into buying something that does not suit you as a customer but only their own bottom line. And yet we have all bought cars that worked well for us. Maybe it is time for those of us who follow solution selling training techniques to dump the sleazy stereotype and learn a few tips from car sellers who make successful matches for a wide variety of customers with a wide variety of products.

Typically potential car buyers are not ready to buy on the day they begin their car research. They are nervous about making such an important purchase. In fact a vehicle is the second largest purchase most consumers ever make…it is a big commitment and they need help in making a wise buy. Statistics show that a very large percentage of car customers actually buy within only three days of their initial visit to the car lot. This means that car sellers have to make their moves fast and effectively. They need to connect with their customer, find out the customer’s needs and priorities, and identify the car that will serve those needs the best. They need to sell a solution that fits their family, their budget, and their personal aspirations etc., not just a vehicle.

The most successful sellers know how to qualify their buyers upfront and learn quickly what the customer’s priorities are. When you are a complex B2B solution, you need to do a lot more than a “sell a car” including making sure that you know:

• The business reason (pain or gain) that has caused the customer to seek a solution.
• The challenges your customer is facing that produced the business driver to buy.
• What the customer thinks are the major challenges they face in their current market environment.
• What has kept them from solving the problem until now.
• How the customer will make the buying decision.
• Who will make the decision to buy.
• How to get access to the ultimate buyers.
• When they will be ready to make the purchase.
• What competitors you are facing and how the customer rates your solution against the alternatives.
• How the customer rates the value of your solution against the cost of your solution, your competition and other priorities.

Do you have the answers to all of these questions? As a salesperson, the better you have uncovered the answers to the questions above, the more likely you are to complete the sale successfully. Know your customer, know their needs, and know what solution will suit them best.

To learn more about solution selling training visit http://www.lsaglobal.com/solution-selling-training/